Sales Club Books

The books in this collection, listed alphabetically by title, were originally donated to the Foster Business Library in June 1998 by the University of Washington Business School Sales Club and are often used by students in Marketing 335. Additional books have been added to this collection since 1998. In some cases, titles have gone missing or are no longer in the Foster Business Library General Stacks collection (but may be in other UW libraries). Click on the title of the book to determine if the book is in the Foster Business Library, where the book is located in the library, and whether the book is available or checked out. For a list of these books in call number order, with page counts, click here.

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Alternatively, try searching your title in online bookseller sites such as Amazon.Com (look for Editorial Reviews) or Barnes & Noble.Com (look for From The Critics).

100 ways to motivate yourself, by Steve Chandler, call number: BF503 .C48 1996.
2020 vision, by Stan Davis and Bill Davidson, call number: HC79 .I55 .D38 1991.
22 immutable laws of marketing, by Al Ries, call number: HF5415 .R54369 1993.
The 7 habits of highly effective people, by Stephen R. Covey, call number: BF637 .S8 .C68 1990.
ABC's of relationship selling, by Charles M. Futrell, call number: HF5438.25 .F868 1997.
Achieving excellence through customer service, by John Tschohl, call number: HF5415.5 .T83 1996.
Advanced selling strategies, by Brian Tracy, call number: HF5438.25 .T7 1995.
All I really need to know I learned in kindergarten, by Robert Fulghum, call number: BD431 .F85 1990.
All I really need to know in business I learned at Microsoft, by Julie Bick, call number: HF5386 .B437 1997.
The alligator trap: how to sell without being turned into a pair of shoes, by Edward R. Del Gaizo, call number: HF5438.25 .D45 1996.
The art of managing managers, by Neil R. Sweeney, call number: HD31 .S798 1981.
As a man thinketh, by James Allen, call number: BF639 .A48 1990.
Awaken the giant within, by Anthony Robbins, call number: BF637 .S8 .R55 1991.
Beware the naked man who offers you his shirt, by Harvey Mackay, call number: HF5381 .M197 1990.
The book of excellence, by Byrd Baggett, call number: HF5438.25 .B27 1992.
Boost your brain power, by Ellen Michaud, call number: BF441 .M515 1991.
Bottom-up marketing, by Al Ries, call number: HF5415 .R5437 1989.
Brain sell, by Tony Buzan, call number: HF5438.25 .B889 1997.
Building the high-performance sales force, by Joe Petrone, call number: HF5438.4 .P47 1994.
Built to last: successful habits of visionary companies, by James C. Collins and Jerry I. Porras, call number: HF5386 .C735 1994.
Built to last: successful habits of visionary companies , by James C. Collins, Jerry I. Porras, call number: HF5386 .C735 2002.
Business-to-business market research, by Martin P. Block, call number: HF5415.2 .B56 1995.
Closing strong, by Myers Barnes, call number: HF5438.25 .B365 1997.
The coming global boom by Charles R. Morris, call number: HC106.8 .M69 1990.
Complete art of war, by Sun-tzu, call number: U101 .S932 1996.
Consultative selling, by Mack Hanan, call number: HF5438.25 .H345 1995.
Creating excellence, by Craig R. Hickman, call number: HD31 .H48 1984.
Creative selling for the 1990's, by Ben Feldman, call number: HG8877 .F44 1989.
Customer bonding, by Richard Cross, call number: HF5415.5 .C8 1995.
Customer centered selling, by Robert L. Jolles, call number: HF5438.25 .J657 1998.
The customer comes second: put your people first and watch 'em kick butt, by Hal F. Rosenbluth and Diane McFerrin Peters, call number: G154 .R67 2002.
The customer is boss, by John Tschol, call number: HF5415.5 .T75 1993.
Dartnell's sales force compensation survey, call number: HF5439.7 .D37 1996/97.
De Bono's thinking course, by Edward de Bono, call number: BF455 .D363 1985.
Defining vision, by Joel Brinkley, call number: HE8700.74 .U6 .B75 1997.
Direct marketing, by Ray Jutkins, call number: HF5415.126 .J87 1989.
The discipline of market leaders, by Michael Treacy, call number: HD41 .T67 1995.
Discover your sales strengths: how the world's greatest salespeople develop winning careers, by Bensen Smith, call number: HF5438.25 .S625 2003.
Don't fire them, fire them up, by Frank Pacetta, call number: HF5386 .P134 1994.
Dream maker: the rise and fall of John Z. DeLorean, by Ivan Fallon, call number: HD9710 .N594 .D43 1983.
Execution: the discipline of getting things done, by Larry Bossidy and Ram Charan; with Charles Burck, call number: HD31 .B626 2002.
Fortune adviser 1996, by the editors of Fortune, call number: HF5006 .F67 1995.
Fortune adviser 1997, by the editors of Fortune, call number: HF5006 .F67 1996. HF5006 .F67 1996.
Fortune adviser 1998, by the editors of Fortune, call number: HF5006 .F67 1998.
Get hired!, by Paul C. Green, call number: HF5549.5 .I6 .G74 1996.
Get more referrals now!, by Bill Cates, call number: HF5438.25 .C367 2004.
Getting into your customer's head, by Kevin Davis, call number: HF5438.25 .D38 1996.
Getting past no, by William Ury, call number: BF637 .N4 .U79 1991.
Getting the best out of yourself and others, by Buck Rodgers, call number: HF5549.5 .M63 .R63 1987.
Getting to yes: negotiating agreement without giving in, by Roger Fisher and William Ury, call number: BF637 .N4 .F57 1991.
Good to great: why some companies make the leap--and others don't, by Jim Collins, call number: HD57.7 .C645 2001.
The great brain robbery, by Ray Considine, call number: HF5386 .C747 1987.
The greatest management principle in the world, by Michael LeBoeuf, call number: HF5549 .L38 1985.
Handbook of business problem solving, by Kenneth J. Albert, call number: HD31 .H3125 1980.
The healthy company, by Robert H. Rosen, call number: HD31 .R723 1992.
High impact public speaking, by William T. Brooks, call number: PN4121 .B7245 1988.
How I raised myself from failure to success in selling, by Frank Bettger, call number: HF5439.32 .B47 .A3 1992.
How to be a great communicator, by Nido R. Qubein, call number: PN4121 .Q38 1997.
How to be a great sales professional, by Nido R. Qubein, call number: HF5438.25 .Q26 1998.
How to get anything you want, by Nido R. Qubein, call number: BF637 .S8 .Q26 1998.
How to get your point across in 30 seconds--or less, by Milo O. Frank, call number: HF5718 .F74 1986.
How to master the arts of selling, by Tom Hopkins, call number: HF5438.25 .H66 2005.
How to soar with the eagles, by Peter Legge, call number: BF637 .S8 .L43 1991.
How to stop worrying and start living, by Dale Carnegie, call number: BF575 .W8 .C3 1984.
How to win friends and influence people, by Dale Carnegie, call number: BF67 .C33 1981.
How to work a room, by Susan RoAne, call number: HF5387 .R6 1988.
If you're not out selling, you're being outsold, by Michael St. Lawrence, Steve Johnson, call number: HF5438.25 .S72 1998
Inside secrets of outstanding salespeople, by C. Conrad Elnes, call number: HF5438.25 .E46 1988.
Integrity selling, by Ron Willingham, call number: HF5438.25 .W535 1987.
Jack: straight from the gut, by Jack Welch; with John A. Byrne, call number: HD9697 .A3 .U584 2003.
A kick in the seat of the pants, by Roger von Oech, call number: BF408 .V579 1986.
The knowledge-based organization, by James A. Alexander, call number: HF5438.25 .A435 1995.
Leader effectiveness training, L.E.T., by Thomas Gordon, call number: BF637 .L4 .G63 1977.
Leadership and the one minute manager, by Kenneth Blanchard, call number: HD57.7 .B56 1985.
The lifetime career manager, by James C. Cabrera, Jr, call number: HD38.2 .C33 1995.
Lifetime encyclopedia of selling ideas, by Charles B. Roth, call number: HF5438.25 .R67 1963. [In two volumes]
The Little, Brown book of anecdotes, by Clifton Fadiman, call number: CT109 .L58 1985. [In Foster Business Library reference collection; cannot be checked out]
Live rich, by Barry Kaye, call number: HF5386 .K23 1996.
Low profile selling, by Tom Hopkins, call number: HF5438.25 .H665 1994.
The magic of rapport, by Jerry Richardson, call number: BF637 .C45 .R525 1981.
Major account sales strategy, by Neil Rackham, call number: HF5438.4 .R33 1989.
Making contact by Arthur C. Wassmer, call number: HM132 .W33 1978.
Managing salespeople, by Robert E. Hite, call number: HF5439.5 .H57 1998.
Marketing to the affluent, by Thomas J. Stanley, call number: HF5415.3 .S73 1988.
Marketing to the Fortune 500 and other corporations, by Jeffrey P. Davidson, call number: HF5415.1 .D28 1987.
Mastering your way to the top, by Joe Girard, call number: HF5438.25 .G573 1995.
Megatrends 2000 by John Naisbitt, call number: HN59.2 .N33 1990.
Mental calisthenics, by Steven West, call number: BF636 .W47 1975.
The mentor by Jack Carew, call number: HF5438.25 .C329 1998.
Modern persuasion strategies, by Donald J. Moine, call number: HF5438.8 .P75 .M65 1984.
A nation of salesmen, by Earl Shorris, call number: HF5438.25 .S563 1994.
Negotiate to close, by Gary Karrass, call number: HF5438.25 .K37 1987.
Networking with the affluent and their advisors, by Thomas J. Stanley, call number: HC110 .C6 .S69 1993.
The new strategic selling, by Stephen E. Heiman, call number: HF5438.25 .M567 1998.
Nobody told me I'd have to sell, by Dick Kendall, call number: HF5438.25 .K47 1995.
Non-manipulative selling, by Anthony J. Alessandra, call number: HF5438.25 .A43 1981.
Now, discover your strengths, by Marcus Buckingham, Donald O. Clifton, call number: HF5549.5 .M63 .B83 2001.
Ogilvy on advertising, by David Ogilvy, call number: HF5823 .O36 1985.
On selling, by Mark H. McCormack, call number: HF5438.25 .M3957 1996.
One minute designer, by Roger C. Parker, call number: Z246 .P37 1997.
The one minute manager, by Kenneth Blanchard, call number: HD31 .B527 1982.
The one minute manager, by Kenneth Blanchard, Spencer Johnson, call number: HD31 .B527 2003.
The one to one future, by Don Peppers, call number: HF5415.127 .P464 1997.
Opening closed doors, by C. Richard Weylman, call number: HF5415.127 .W49 1994.
A passion for excellence, by Tom Peters, call number: HD70 .U5 .P425 1985.
Personal history, by Katharine Graham, call number: Z473 .G7 .A3 1998.
Playing to win, by Fran Tarkenton, call number: HF5386 .T22 1984.
The power of ethical management, by Kenneth Blanchard, call number: HF5387 .B56 1988.
Powershift, by Alvin Toffler, call number: HN17.5 .T6417 1990.
Principle-centered leadership, by Stephen R. Covey, call number: BF637 .S8 .C67 1991.
Principles and success strategies for everyday living, by Ralph Palmen, call number: BF637 .S4 .P34 1991.
Professional selling, by Mary Ann Oberhaus, call number: HF5438.25 .O24 1995.
The professional selling process, by John C. Hafer, call number: HF5438.25 .H33 1993.
Psychology for successful selling, by Robert P. DeGroot, call number: HF5438.25 .D43 1988.
Psychology of persuasion, by Kevin Hogan, call number: BF637 .P4 .H64 1996.
Putting the one minute manager to work, by Kenneth Blanchard, call number: HD31 .B528 1984.
Real estate agent's field guide: essential insider advice for surviving in a competitive market, by Bridget McCrea, call number: HD1382 .M365 2004.
The relational enterprise: moving beyond CRM to maximize all your business relationships, by Kenneth Carlton Cooper, call number: HF5415.5 .C665 2002.
Relationship marketing, by Regis McKenna, call number: HF5415 .M2616 1991.
Relationship selling, by Jim Cathcart, call number: HF5438.25 .C37 1988.
Rethinking business to business marketing, by Paul Sherlock, call number: HF5415.13 .S52 1991.
Rightful termination, by James Walsh, call number: HF5549.5 .D55 .W35 1994.
Robert Half on hiring, by Robert Half, call number: HF5549.5 .R44 .H26 1985.
Roger C. Parker's Guide to Web content and design, by Roger C. Parker, call number: TK5105.888 .P369 1997.
Sales automation software compendium, by Richard N. Bohn, call number: HF5438.4 .B648 1995.
The sales bible: the ultimate sales resource, by Jeffrey Gitomer, call number: HF5438.2 .G58 2003.
Sales closing for dummies, by Tom Hopkins, call number: HF5438 .H66 1998.
Sales force automation, by George W. Colombo, call number: HF5438.4 .C649 1994.
Sales force management, by Gilbert A. Churchill, Jr., call number: HF5438.4 .C48 1997.
Sales management, by Robert J. Calvin, call number: HF5438.4 .C343 2001.
Sales management: concepts and cases, by Douglas J. Dalrymple, call number: HF5438.4 .D34 1998.
Sales management: concepts, practices, and cases, by Eugene M. Johnson, call number: HF5438.4 .J62 1994.
Sales prospecting for dummies, by Tom Hopkins, call number: HF5438.25 .H664 1998.
Sales reengineering from the outside in, by Mark Blessington, call number: HF5438.25 .B566 1995.
Sales shock!, by Mack Hanan, call number: HF5438.25 .H3523 1996.
Sales training handbook, by Robert L. Craig, call number: HF5439.8 .S35 1990.
Secrets from the red tool box, by William E. Hoke, call number: HF5415 .H73 1997.
Secrets of closing sales, by Charles B. Roth, call number: HF5438.25 .R67 1983.
Secrets of question based selling: how the most powerful tool in business can double your sales results , by Thomas A. Freese, call number: HF5438.25 .F74 2003.
Secrets of VITO (very important top officer): think and sell like a CEO, by Anthony Parinello, call number: HF5438.25 .P362 2002.
See you at the top, by Zig Ziglar, call number: BJ1581.2 .Z53 1977.
Sell 'em: the go-getter's guide to the art of selling, by Gunther Klaus, call number: HF5438.25 .K57 1980.
Sell! Sell! Sell!, by Robert Conklin, call number: HF5438.25 .C66 1994.
Selling: building partnerships, by Bart A. Weitz, call number: HF5438.25 .W2933 1998.
Selling 2000, by Timothy McMahon, call number: HF5438.4 .M35 1994.
Selling for dummies, by Tom Hopkins, call number: HF5438.25 .H665 2001b.
Selling at MACH 1, by Steven D. Sullivan, call number: HF5438.25 .S85 1994.
Selling power's best: 123 super sales tips, by the editors of Selling Power, call number: HF5438 .S37 1997.
Selling power's best: the psychology of sales success, by the editors of Selling Power Magazine, call number: HF5438.8 .P75 .S458 1997.
Selling power's best: editorials, by Gerhard Gschwandtner, call number: HF5438.25 .G784 1996.
Selling the invisible, by Harry Beckwith, call number: HD9980.5 .B425 1997.
Selling today, by Gerald L. Manning, call number: HF5438.25 .M35 1998. [Missing]
Selling with integrity, by Sharon Drew Morgen, call number: HF5438.25 .M665 1997.
Serious money: the art of marketing mutual funds, by Nick Murray, call number: HG4530 .M83 1991.
The service advantage, by Karl Albrecht, call number: HF5415.5 .A43 1990.
The seven secrets of successful women, by Donna L. Brooks, call number: HF5386 .B847 1997.
The seven habits of highly effective people, by Stephen R. Covey, call number: BF637 .S8 .C68 1990.
The seven universal laws of customer value, by Stephen C. Broydrick, call number: HF5415.5 .B788 1996.
Socratic selling, by Kevin Daley, call number: HF5438.25 .D34 1996. [Missing]
SPIN selling: situation, problem, implication, need, payoff, by Neil Rackham, call number: HF5438.25 .R34 1988.
Stairway to success, by Nido R. Qubein, call number: BF637 .S8 .Q27 1996.
Start up marketing, by Philip R. Nulman, call number: HD62.5 .N85 1996.
Strategies 2000, by Carolyn Corbin, call number: HG179 .C68 1986.
Streetwise customer-focused selling, by Nancy F. Stephens, call number: HF5438.25 .S736 1998.
Success!, by Michael Korda, call number: BJ1611.2 .K67 1977.
Success is a choice, by Rick Pitino, call number: BF637 .S8 .P57 1997.
Sun Tzu's The art of war plus, the warrior class, by Gary Gagliardi, call number: HD41 .G33 2002.
Superachievers: portraits of success, by Gerhard Gschwandtner, call number: BJ1611.2 .S83 1984.
Swim with the dolphins, by Connie Glaser, call number: HD6054.4 .U6 .G58 1995.
Swim with the sharks without being eaten alive, by Harvey Mackay, call number: HF5386 .M1963 2005.
Take the measure of the man: an American success story, by Daniel Aaron with David A. Long, call number: HC102.5 .A32 .A3 2001.
The Tao at work: on leading and following , by Stanley M. Herman, call number: HD38 .H4625 2001.
Targeting the new professional woman, by Gerry Myers, call number: HC79 .C6 .M93 1994.
The 3 keys to empowerment: release the power within people for astonishing results, by Ken Blanchard, call number: HD50.5 .B548 1999.
Thriving on chaos, by Tom Peters, call number: HD70 .U5 .P426 1987 and HD70 .U5 .P426 1988.
Tough-minded leadership, by Joe D. Batten, call number: HD57.7 .B38 1989.
The Trainer's professional development handbook, by Ray Bard, call number: HF5549.5 .T7 .T6633 1987.
Trump: the art of the deal, by Donald J. Trump, call number: HC102.5 .T78 .A3 1987.
Tyson: from farm to market, by Marvin Schwartz, call number: HD9419 .T97 .S39 1991.
The ultimate no b.s., no holds barred, business success book, by Dan Kennedy, call number: HF5386 .K46 1993.
Unstoppable: 45 powerful stories of perseverance and triumph from people just like you , by Cynthia Kersey, call number: BF637 .S8 .K43 1998.
Upside-down marketing, by George R. Walther, call number: HF5415.13 .W255 1994.
Value migration, by Adrian J. Slywotzky, call number: HG4028 .V3 .S57 1996.
Virtual selling, by Thomas M. Siebel, call number: HF5438.4 .S5 1996.
What they don't teach you at Harvard Business School, by Mark H. McCormack, call number: HF5386 .M474 1984.
What's your point?, by Bob Boylan, call number: PN4121 .B5935 1988.
Who moved my cheese?: an amazing way to deal with change in your work and in your life, by Spencer Johnson, call number: BF637 .C4 .J64 1998.
Why business people speak like idiots: a bullfighter's guide, by Brian Fugere, Chelsea Hardaway, Jon Warshawsky, call number: HF5718 .F84 2005.
Why good girls don't get ahead--but gutsy girls do, by Kate White, call number: HF5386 .W488 1996.
The winner's edge, by Denis Waitley, call number: BF637 .S8 .W28 1980.
Winning, by Jack Welch with Suzy Welch, call number: HF5386 .W384 2005.
Winning with people: discover the people principles that work for you every time, by / John C. Maxwell, call number: BV4597.52 .M394 2004.
World class selling, by Art Mortell, call number: HF5438.25 .M675 1991.
You can if you believe you can, by Peter Legge, call number: BF637 .S8 .L432 1995.
Your first year in sales: making the transition from total novice to successful professional, by Tim Connor, call number: HF5438.25 .C6553 2001b.
Zen to go, by Jon Winokur, call number: BQ9267 .Z475 1989.
For more books on these topics, in the Foster Business Library, try subject searches for:
- Sales Management
- Selling
- Success in Business
- Sales Personnel
- Sales�United States

21 January 2004; updated 28 August 2006. Peter Stevens, Business Librarian, stevens@u.washington.edu, 206-543-4360.